IMSM (International Management Systems Marketing) is a global force in ISO consultancy - helping organisations not just achieve certification, but transform the way they operate. We partner with businesses across every sector, elevating performance, boosting compliance and unlocking measurable competitive advantage.
Now part of the Axiom GRC division within the WorkNest group and backed by Inflexion, we bring the reach and resources of a worldwide organisation. With teams spanning the UK, Europe, North America, APAC, Africa and Canada, and a growing network of employees and expert contractors, we enable us to deliver high‑quality, results‑driven ISO consultancy to clients worldwide.
Role Overview
The Business Development Manager will be responsible for delivering new client acquisition and driving revenue growth through proactive prospecting and effective sales execution. Carrying a mid‑level personal sales target, the role demands a strong focus on self‑generating opportunities and building trusted client relationships. This is a growth role, ideal for someone with proven sales ability and the ambition to develop into a more senior position.
Key Responsibilities
* Carry an individual new business revenue target, consistently delivering results.
* Proactively self‑generate pipeline through outbound prospecting, networking, referrals, and industry engagement.
* Manage inbound and outbound sales execution, optimising conversion rates across the funnel.
* Manage the end‑to‑end sales cycle: outreach, discovery, presenting solutions, negotiating, and closing.
* Represent the company at industry shows, conferences, and client meetings, building profile and generating leads.
* Ensure accurate forecasting and CRM discipline, maintaining full visibility of pipeline and activity.
* Work closely with Head of Region for coaching, feedback, and support on complex deals.
* Contribute to a positive, high‑performance team culture by sharing knowledge and supporting colleagues.
* Partner with Marketing to leverage campaigns into new opportunities.
* Collaborate with Operations and Customer Success teams to ensure smooth onboarding of new clients.
Professional Growth
* Take ownership of personal development, actively seeking feedback and engaging in training.
* Build sector knowledge and continually refine sales techniques.
* Demonstrate ambition and readiness for progression into senior roles over time.
Key Responsibilities - Overview
* Promptly deal with high‑intent MQL leads (e.g. anything organic or direct intent) - BANT qualify, turn into SQL and pitch services.
* Contact the above at least 5 times.
* Work with BDMs/Head of's to implement outbound and self‑gen strategy.
* Utilise the latest tooling (e.g. Lusha) to build call lists and call through.
* Attend industry events.
* Pitch wider services and begin to map the account.
* Can close all deals – aligned with the Head of's vision and subject to sign off.
* Pass larger/more complicated deals to the Head of to close or give to an external resource (depending on complexity).
KPIs & Performance Measures
Lead Response
* 100% of MQLs called within 10–15 minutes during working hours.
Activity Levels
* 20‑40 outbound calls per day (mix of MQL follow‑up and targeted outbound), depending on meetings/inbound activity.
* Execution of agreed outreach cadences (minimum 5 contact attempts per MQL/target contact).
* Personal target per month.
What You Will Bring
* Proven track record in new business sales, ideally in the industry standards or wider sector, or demonstrable ability to sell complex solutions.
* Strong ability to self‑generate leads and convert opportunities into revenue.
* Experience of consistently meeting or exceeding sales targets.
* Excellent communication, presentation, and negotiation skills.
* Resilient, driven, and motivated by results, with a proactive and positive mindset.
* Confident using CRM platforms (e.g., Salesforce) and committed to maintaining accurate records.
At IMSM, we believe in creating a workplace that's built on collaboration, inclusivity, and continuous growth. We are committed to fostering a culture where Diversity, Equity, and Inclusion (DEI) are fundamental values, and where every team member feels respected, valued and empowered to succeed. We provide opportunities for professional development to help our colleagues reach their full potential, and we strive to create an environment where everyone's voice is heard.
We are proud of our culture, which fosters both innovation and learning, and we are dedicated to building a space where all our team members can thrive and contribute to our collective success.
Are you ready to join us and be part of a dynamic, inclusive team that is shaping the future of ISO consultancy?
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